BAGMA Bulletin May/June by British Independent Retailers Assocation

THE MEMBERSHIP MAGAZINE OF THE BRITISH AGRICULTURAL AND GARDEN MACHINERY ASSOCIATION ISSUE 04 | MAY/JUNE 2017

Bank on BAGMA Bank MD John Collins meets member Ben Sims as the Association marks its centenary with an exciting addition to its services

MEET THE SIMS | BAGMA IN THE 1950S | INDUSTRY NEWS

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IN THIS ISSUE

Special division

ISSUE 04 MAY/JUNE 2017

BAGMA now has its own bank for members COMMENT

BRIAN SANGSTER PRESIDENT BAGMA I SAID WHEN our new-look BAGMA Bulletin came out that we were an industry that didn’t like change, but the change and the new look that the Bulletin has taken has been very well received by our members. In the last edition of the Bulletin I mentioned that we were now the only division of bira to retain our own identity with our own director and staff and are now the only division to also have our own publication. This issue I have a special pleasure in announcing that we now have our very own BAGMA bank. I am extremely proud to have been involved with the formation of BAGMA bank and its association with the well-established bira bank. bira bank was formed 62 years ago and is the only trade association bank in the UK. In this, our centenary year, it seems the perfect time to introduce our own bank. The benefits to our members, I’m sure, are clear given the knowledge that BAGMA has been serving our industry for 100 years and bira bank is full of very experienced individuals (see page 6). I recently had the pleasure of attending the BAGMA charity dinner run and organised by the East Anglia region. All credit must go to Kevin

Cover Photo: Ben Roberts

THE BENEFITS TO OUR MEMBERS ARE CLEAR GIVEN THE KNOWLEDGE THAT BAGMA HAS BEEN SERVING OUR INDUSTRY FOR 100 YEARS The membership magazine of the British Agricultural & Garden Machinery Association Published 6 times a year by bira publishing Editor Chris Boiling 07713 192344 chris.boiling@bira.co.uk Design Alan Bingle 07949 024737 alan@forty6design.com Publishing director Sarah Golden 0121 446 6888 sarah.golden@bira.co.uk All advertising and media enquiries please email: editorial@bagma.com

and Liz Kirby for such a well-organised event that raised more than £4,000 through a raffle and auction for this year’s charity, the RNLI. I mentioned in my address, at the dinner, that there were 20 founder members of BAGMA in 1917 and six of these are still in business today, only to discover Reg Randell, grandson of one of the original 20, along with his son John were actually sitting at my table. Reg has been at every one of the BAGMA charity dinners since it started 57 years ago. Quite an achievement! Peter Arrand, chairman of our new BAGMA Connect Group, took the opportunity to hold a meeting the day after the dinner in his drive to take the BAGMA Connect meetings around the country to ‘connect’ with the members in all corners of the country. It’s a great initiative with a number of new faces attending this meeting from the East of England. The meeting was hosted by Ben Burgess who also gave us a guided tour of their premises and facilities. I’ve just returned from the CLIMMAR spring meeting in Bratislava. Keith Christian (BAGMA director) and I attended the meeting along with delegates from 13 other countries to jointly discuss issues that we all experience while sharing best practice and initiatives both through working groups and roundtable debate. Needless to say, Brexit raised its head on more than one occasion throughout the two days but we had our Union Jacks at the ready and were quick to assure those present that BAGMA would not be leaving CLIMMAR. See the report on page 16.

INDUSTRY NEWS BAGMA launches its own bank and promotes safety in farming

COVER STORY The story behind BAGMA’s new service - its own bank. Plus a profile of one of the members who’s already using bira bank

BAGMA CENTENARY The success of a new tractor threatens to split the association

BAGMA, 225 Bristol Road, Edgbaston, Birmingham B5 7UB Tel 0121 446 6688 Fax 0121 446 5215 www.bagma.com

bira, 225 Bristol Road, Edgbaston, Birmingham B5 7UB Tel 0121 446 6688 Fax 0121 446 5215 www.bira.co.uk

BAGMA president Brian Sangster

bira president 2016-17 Vin Vara

BAGMA director Keith Christian Every effort is made to ensure the accuracy of the material published in BAGMA Bulletin. bira Publishing Limited can accept no responsibility for claims made by manufacturers, advertisers or contributors. Views expressed by advertisers or contributors are not necessarily those of the publisher or of bira. Advertisers in BAGMA Bulletin are not agents of bira or any of their associated businesses, including bira bank and bira direct. Also, bira and its associated businesses never act as agents for any advertisers. Printed in the UK by Buxton Press.

BAGMA BULLETIN MAY/JUNE 2017

SPECIAL REPORT The rise of robotic lawnmowers

CEO Alan Hawkins Finance director John Collins Marketing, membership & publishing director Sarah Golden Commercial director Jeff Moody Professional services & special projects director Bob Jarrett Business development manager Alasdair Straker: 07823 416862 Regional sales managers Leigh Green 07572 790337 Lorna Lewis 07814 767 925

BAGMA NEWS

BULLETIN BOARD

SALES INCREASE

The AEA has announced that UK agricultural tractor registrations for March 2017 totalled 1,770 units. This is an increase of 43.2% compared with March 2016 and brings the total number of registrations in the first quarter to 3,024 units – a 27% increase compared with January-March 2016. Stephen Howarth, agricultural economist for the AEA, said: “This figure for March is the highest total for any month since March 2014. In most years, March is the month with the highest number of tractor registrations.”

GLYPHOSATE UPDATE

Farmers will be able to use glyphosate herbicides for another year at least. The European Chemicals Agency’s risk assessment committee is currently looking into the weed killer ingredient and will give its verdict before the end of November 2017 and the European Commission will decide whether or not to approve the chemical under the Plant Protection Products Regulation before the end of the year. If it fails to get reauthorized, it would be subject to a sales and distribution period (possibly 6 months) and then a use-up period (possibly 12 months).

8 RIDE-ON MOWERS STOLEN

At least eight ride-on mowers have been stolen from BAGMA member George Cann Garden Machinery of Alresford, Hampshire. Burglars cut a hole in the side of one of the units to get into the building. Police say the thieves would have needed to use at least two large vehicles to remove the stolen items and it would have required “a certain amount of planning to carry out the burglary”. The business, started in 1973, is run by George’s son Steve and daughter Jill.

GALE BLOWS OUT

Industry veteran Colin Gale, who has worked for JT Lowe, Toro, Allen Power Equipment and, most recently, Central Spares, has retired.

AEA’S NEW PRESIDENT

The new president of the Agricultural Engineers Association (AEA) is the managing director of Same Deutz-Fahr UK, Mark Ormond. Mr Ormond, who succeeds Ian Small of Briggs & Stratton, has also worked for Vaderstad, Grimme and Lemken UK Ltd.

DIARY DATES

MAY 8 bira 2017 Conference, Bristol’s Marriott Royal Hotel 24-25 Grassland & Muck 2017 at Stoneleigh, Warwickshire 25 BAGMA Golf Day, Dunblane New Golf Club, Dunblane, Perthshire JUNE 8-10 The Royal Cornwall Show, Wadebridge 22-25 The Royal Highland Show, Edinburgh

BAGMA dinner raises £4k for RNLI More than 150 people attended this year’s BAGMA Dinner in Norwich, an annual event supported by the association’s East Anglia region. The evening’s raffle and auction raised more than £4,000 for the RNLI, which needs a new lifeboat station at Wells-next-the-Sea, a port on the North Norfolk coast. Ben Long from the RNLI addressed guests at the dinner and thanked them for supporting the charity. Brian Sangster, BAGMA president, opened the evening with a short address about BAGMA and its 100-year history. “I mentioned there were 20 founder members of BAGMA in 1917 and six of these are still in business today, only to discover Reg Randell, grandson of one of the original 20, along with his son John were actually sitting at my table,” Brian told BAGMA Bulletin after the event. “Reg has been at every one of the BAGMA charity dinners since it started 57 years ago. Quite an achievement!” Liz and Kevin Kirby have organised the event for the last three years and will be organising next year’s dinner as well.

Top: Keith Christian and Ben Turner Jnr from Ben Burgess Above: BAGMA president Brian Sangster (centre) with Reg and John Randell

13 miles

The record distance for reversing a tractor and trailer. It took Irish farmer Patrick Shalvey about two-and-a-half hours to complete the journey on a road in County Cavan, Ulster. Mr Shalvey told local radio station Northern Sound that it seemed to go very well, aside from a bit of muscle pain from turning around to watch the road continuously. He said: “There was wonderful support on the road, all the lorries and jeeps were beeping their horns at us.”

BAGMA promotes safety in UK’s most dangerous industry

390

WITH FARMING STILL Mutual, by British Sugar and the most dangerous industry by BAGMA at its training days. in the UK, the Farm Safety The number of agriculOther subjects discussed tural deaths between Partnership transport and 2005 and 2015. during the meeting at the machinery safety sub-group NFU’s head office in Stonemet to discuss ways of improvleigh, Warwickshire, included ing farm safety with regards to tractor seatbelts, overhead were children. machinery. powerlines, AT V safet y, The focus of the group safety during the cleaning of remains the ‘Safe Stop’ cammachines and effective comof workplace fatalities paign and the issuing of cab occur in agriculture munication and training. stickers to encourage the despite accounting for BAGMA’s role within the application of handbrakes and just under 2% of the Farm Safety Partnership is to turning off of ignitions when UK’s workforce. encourage dealers to be more operators leave tractor cabs. aware of overall health and Members of the group heard these stick- safety when on a farm or when installing ers have been made available to farmers and handing over equipment and to help at Safety and Health Awareness Days, users be more aware of the need for ‘Safe NFU transport events, by the NFU Stop’ to avoid needless injury or deaths.

17 20%

BAGMA BULLETIN MAY/JUNE 2017

BAGMA NEWS

BAGMA launches its own bank BAGMA IS LAUNCHING its own bank. It’s a bold step for the trade association and shows that it is still striving hard to serve its members, even after 100 years in existence. Keith Christian, director of BAGMA, said: “It’s a strategic move to help our members be more aware of what BAGMA can offer and in our centenary year the launch of BAGMA bank is a significant step forward in recognising one of BAGMA’s more significant services.” BAGMA bank will be run by bira bank, one of the services offered by BAGMA’s parent association, the British Independent Retailers Association. It will offer members competitive loans for a variety of purposes, market-leading savings rates, and a personal and friendly service.

The idea for BAGMA bank came from a conversation between bira bank’s John Collins and BAGMA president Brian Sangster

“It’s exactly the same template, the same culture, the same philosophy as bira bank,” explained John Collins, managing director of bira bank and financial director of bira. “The reason for the branding change is to raise greater awareness of the bank amongst BAGMA members so they might consider using the bank more.” The 62-year-old bira bank is the UK’s smallest bank and the only one belonging to a trade association. Last year it lent £9m to members to help grow and improve their businesses. BAGMA’s president Brian Sa ng s t er, who ha s be en involved with the initiative from the outset, commented: “In this, our centenary year, it seems the perfect time to introduce our own bank. The benefits to our members, I’m sure, are clear.” “We offer a simple, straightforward range of products all aimed at helping members and their businesses,” confirmed Mr Collins. The bank was started by forward-looking independent retailers with a tiny capital of £27,000 in 1955 and was designed to be a way for members to invest savings to help the wider membership access funds for new vehicles and shopfittings. Loans since then have been for everything from barges to planes and solar panels.

BANBURY OFFICE CLOSES AS BAGMA STAFF MOVE TO BIRMINGHAM The BAGMA office at Middleton Cheney, near Banbury, is closing and staff will be moving to a newly refurbished office at the bira headquarters in Edgbaston, Birmingham, in May. All phone numbers and email addresses remain the same. The move will bring all parts of bira’s operations into the same complex for the first time. The aim is to encourage “a more dynamic and proactive working environment with a more interactive capability”.

BAGMA BULLETIN MAY/JUNE 2017

Important changes to dealer survey THERE ARE SOME important and at the same time of year. CLIMchanges to the way the annual MAR, the European trade assoDealer Satisfaction Survey (DSI) is ciation umbrella group, collates the distributed. In previous years it has results to give an overall European been sent out in a paper form with a picture and each country collates pre-paid self-addressed their own information envelopes for its return to show what’s happento BAGMA. ing nationally. This year, the surUK results are norNational Dealer Satisfaction vey was sent via email mally made available Survey 2016 to tractor franchised to participants and the dea lers. A nother media over a period of change is that it was time or on request once sent only to head officthey are collated and in es and not to branches. a presentable format. The annual dealer Brand results are also survey consists of 53 sent to UK suppliers questions in 11 sections and manufacturers for and concerns the performance of their information and for them to dealers’ tractor suppliers. The surdecide if they need to address any vey, covering 15 brands in the UK, is issues raised by the survey. The suralso sent out by other dealer associavey is anonymous and no company tions in seven European countries information is provided with the with exactly the same questions results. What is your opinion of your tractor manufacturer?

If you have more than one franchise please request an additional

form if additional forms were not received.

List of Manufacturers (Tick one box ONLY) Case IH

Fendt

New Holland

CLAAS

Landini

Zetor

John Deere

Same

Kubota

Massey-Ferguson

Deutz

JCB

Valtra

McCormick

Lamborghini

Main crop production in your area Cereals

Dairy

Fruit

Large Farms

Mixed

Others

Where possible questions should be answered by departmental managers. For each question choose one answer that shows your degree of personal satisfaction.

Please return ORIGINAL completed forms in the envelope provided. Do not indicate your company name on the form or envelope as this is an anonymous return.

New service for all BAGMA members. Mortgages to ISAs, equipment loans to new vehicles. BAGMA bank could help. www.bagmabank.com BAGMA bank is a trading style of bira bank limited is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority (Financial Services register No. 204478) Registered office: 225 Bristol Road, Edgbaston, Birmingham B5 7UB. Registered in England. Company No. 0555071

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BAGMA NEWS

We need to shout more about our ‘sexy’ industry COMMENT

KEITH CHRISTIAN DIRECTOR BAGMA ROBOTICS, AUTONOMOUS MACHINES, drones, precision and smart farming… It’s a fascinating area of development and one we are taking another look at this issue (see page 14). We try hard to promote such advances to show that what some see as a boring, dirty and thankless industry is actually a vibrant, innovative and, to quote my now old friend Kim Macfie, a ‘sexy’ industry that is way beyond what most people can conceive agricultural machinery to be. Despite my garden machinery background, I have been fascinated by what I have seen in the agricultural machinery industry – robotic mowers that cut your grass nearly as slowly as the local contractor and technology that would baffle a Formula 1 techy. I have seen tractors fuelled by water – well, hydrogen really – and cab-less, driverless, fullsized tractors, as well as things on tracks that no one can sit in or on. Factories across the other side of the world doing satellite diagnostic checks on combines or ringing the driver in his tractor to tell him to change an air filter. Wondrous and amazing

stuff that few people outside of the industry understand or see and something that should be a draw to those leaving full-time education and looking for something to excite them. We have it, we just don’t sell it well enough and we desperately need to. Now, on the other hand, I heard that one of those Google guys is suggesting that robots are taking human jobs and that governments should tax companies’ use of them, to temporarily slow the spread of automation and to fund other types of employment. The tax bit is interesting but robots have been taking people’s jobs for a very long time. It’s the people that encourage it in the first place, so what’s the problem? The other thing is they still need people to fix them when they go wrong. Could we be heading for another levy charge to punish the advancement of technology and slow down the progress of smart farming? It seems unlikely as even a driverless tractor or combine still needs someone to operate the technology from somewhere, just like a pilot-less drone. He or she may have swapped the cab overalls and wellies for a workstation, designer jeans and a pair of Ray-Bans but someone somewhere still needs to press the go and stop buttons and fix it when it goes wrong.

Industry problems highlighted in Paris AGEING DEALER BOSSES, manufacturers creating super dealers, profit margins controlled by manufacturers, and the recruitment, training and retention of staff. These were some of the industry problems highlighted by Howard Pullen, cover star of the previous BAGMA Bulletin, at the SIMA show’s Dealer DayTing conference in Paris. One of five speakers giving presentations to members of CLIMMAR, the umbrella BAGMA BULLETIN MAY/JUNE 2017

organisation of European agricultural machinery dealer trade associations, the veteran machinery dealer also told conference delegates of other things complicating the lives of BAGMA members, including increasing pension costs, cybercrime, changes to health and safety laws making company directors more liable if an accident occurs, and keeping pace with the sophisticated operating systems on new equipment.

MEMBER GETS OUT THERE

Johnston Gilpin’s Ricky Neill (centre) with operations director Colin Irvine and business development director Trevor Spence at the handover of the new fleet

NORTHERN IRELAND DEALER Johnston Gilpin & Co has delivered a new fleet of 15 John Deere commercial out-front rotary mowers to Out There Services, located in Co Antrim. Formerly known as The Landscape Centre, Out There Services is now Northern Ireland’s biggest landscaping and public sector grounds maintenance contractor, with services also including tree surgery, landscape design and environmental management.

The company’s financial director, Bronagh Vallely, praised Johnston Gilpin after taking delivery of the 1580 TerrainCut models, saying: “The grass growing season just gets longer every year and we often start cutting in January, so reliable dealer back-up and servicing is so important. We know Johnston Gilpin’s sales manager Ricky Neill can deliver what we need whenever we need it, to help keep our machinery fleet working to its full capacity throughout the year.”

Big buying benefits.

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NEW SERVICE

You can always bank on BAGMA Launching its own bank is a bold step for BAGMA and shows that it is still striving hard to serve its members, even after 100 years in existence. But how did the new service come about and what exactly does it offer BAGMA members. BAGMA Bulletin put the questions to the bank’s boss, John Collins, managing director of bira bank and financial director of bira. Why do BAGMA members need their own bank? The reason for launching BAGMA bank is that high street banks have systematically withdrawn their support from SME businesses in the interests of profit since the banking crisis in 2008. This has left an opportunity for a bank with the right culture and with members’ interests at heart. The only trade association owned bank in the UK is perfect for the role. Who had the brainwave? It came about from a discussion Brian Sangster (BAGMA president) and I had at a Board of Management meeting late last year. At lunchtime we were having a chat and started talking about how BAGMA members have fared when trying to access finance, especially with the structural changes taking place in banking and the focus moving away from SME businesses. It rolled on from there really. We looked at the makeup of the BAGMA membership. The bigger members have probably got their finance needs sorted out but our initial thoughts were that the smaller independents – maybe garden machinery dealers – were the ones that needed help. Keith Christian (BAGMA director) has got slightly different views. He thinks the bigger ones could be interested in our depositor rates which are as good as anything on the market for SMEs. As we are totally funded by our own member depositors, this is just as important to the success of the bank.

So you and Brian were the driving forces? Well, the germ of an idea came from that conversation, but Keith quickly got on board and seized the initiative, checking with a crosssection of BAGMA Council members who all thought it was a good idea, especially with 2017 being BAGMA’s centenary year. What can the BAGMA bank do that others can’t? It offers a very high quality, personal service. Most banks are used to dealing with consumers but we will only deal with BAGMA members. We know that if we don’t deliver a top-quality service or if we disappointment them, they may leave the organisation as a member. If you make an application for a loan, it’s a very sensitive subject and people don’t like to be turned down. While we try to accept every application and approve the loan, there are some, naturally, that we think are too much of a risk, so we always try to let members down gently – we pick up the phone and talk them through why they haven’t been successful on this occasion so by the end of the phone call they can understand the reason behind the decision. They may not always agree with it but they respect the fact that we have taken the time to explain things to them. You won’t get that on the high street or online, but we know we have a responsibility to our members, so the culture of our bank is very much that where we can’t do a loan we explain ourselves so that when the circumstances have improved for that member he will come back to us. Despite this supportive approach, we have a fantastic bad debt record, the envy of any bank. That’s because of the loyalty of members largely. They don’t want to let their association down. What percentage do you turn down? It’s certainly in single figures percentage-wise. If we receive 80 applications per month, we don’t reject more than one usually. We always look for alternative ways of helping a member.

IT’S THE SMALLEST BANK IN THE UK, BUT THEY CAN PICK UP THE PHONE AND SPEAK TO A GUY WHO’S HAD 30 TO 40 YEARS’ EXPERIENCE IN BANKING

Does the move have anything to do with the banking crisis? Yes. What’s happened in recent years, since the banking crisis, is that SME-type businesses have suffered because banking is going through quite seismic changes – restructuring, widespread branch closures, increased internet banking – leading to the traditional high street banks changing their models and trying to reduce their operating costs. So they look at the areas where risk and reward aren’t quite matching and that’s usually with SME businesses because there is more perceived risk there and banks don’t get the same return. With the bigger ‘blue chip’ businesses, they can achieve higher levels of income through selling the full range of their products to them, and taking less risk as a result. And since 2008, with the regulator telling them to take less risk in their balance sheet, they’ve been reducing the quality of service to their SME clients who now struggle to find the support that their businesses need. And that’s the opportunity for BAGMA bank? Yes. What’s happened is, as they’ve closed branches, and as branches have disappeared from rural areas, they’ve also removed relationship managers from businesses. More and more businesses are no longer able to pick up the phone and call their bank manager as they were able to years ago. They get a call centre or a relationship manager who has over 1,000 accounts to manage and can’t possibly give them that quality of service. So if they want to have a meeting with their bank manager to discuss a capital project that they are thinking about and want some advice or someone to hold their hand through the process, they may wait several weeks before they can get face-to-face with someone. So they haven’t got the support network that existed with traditional banking. Because we’re a small, specialist bank with a dedicated, professional team, what we are able to do is breed a culture that is very much in the interest of our members. As an SME there are large numbers of our members who are looking for an alternative and they say the days are gone when people are just going to have one bank. BAGMA BULLETIN MAY/JUNE 2017

NEW SERVICE

They may get their overdraft from a high-street bank but for other services they will go to a specialist provider and so gaps start opening up. What we’re particularly good at is providing our members with direct access to an executive director of a bank. Okay, it’s the smallest bank in the UK, but they can pick up the phone and speak to a guy who’s had 30 to 40 years’ experience in banking, with the bigger banks, at the end of a phone. You cannot get that as an SME business these days. We have many occasions where a member will phone up and say ‘I have an immediate requirement for a personal loan or a working capital loan and it’s going to take me several weeks to get it from my bank, can you help?’ Members are pleasantly surprised at the ease of access and quick turnaround.

I WAS PROUD TO PLAY ON THE VILLA PARK TURF. AS A SCHOOLBOY WE PLAYED BIRMINGHAM CITY BOYS AND BEAT THEM 4-0 John Collins, managing director of bira bank and financial director of bira

Is that the key benefit of BAGMA bank? The focus is on the quality of the service and the speed of turnaround, but we are also competitive. On the savings side, our rates are as good as any in the marketplace. And on the lending side? We’re very competitive on lending too. Once members use us they usually come back for more having sampled what we can offer. As a trade association our reason for being is not all about profit or keeping shareholders happy. We are more interested in supporting members. What are the aims of the new bank? We’re here to support members who have a need. One of the initial aims within the first 12 months is to generate interest from BAGMA members and encourage them to use the service. But it’s the same offer as bira bank? Yes, we’re good at what we know. We’ve increased turnover over the last three years by 26% and we’ve held it at that level by doing what we know best. However, we aim to extend the product portfolio over the coming years wherever we can in response to members’ needs. How have you managed to grow over the past three years? We’re prepared to do bigger deals now. Years ago we were known as a conservative bank which did a lot of small loans averaging £10,000, and largely secured. But now we are quite happy to do a £250,000 shop refit. We’ve done a couple of those for one bira member alone. It’s all about raising members’ awareness and changing their perception of the bank. What else have you lent money for? An energy conservation scheme, a canal boat, apple harvesters, shop refits, and a plane. A broad spread of items in fact. BAGMA BULLETIN MAY/JUNE 2017

Getting to know the man who heads up BAGMA bank As you’re an Aston Villa fan, how can members trust your judgement? I support my local team and I like and respect people who remain loyal to their local team rather than follow one of the big teams. If you’re a Villa fan, you’re not a glory-hunter. But we have had our moments in the past. When I was an avid Villa fan they were one of only five British teams to have won the European Cup (1982). And now they need all the help they can get.

What’s been your greatest achievement in business? I was thrilled when I was made managing director of bira bank. Being finance director of the group and managing director of the bank has become a much more challenging role in recent years because of the impact of bank regulations. It was nice to be promoted to md of the bank. I never thought it would make a great deal of difference because it was just a title but I think I’ve responded to it and tried to push the bank on to the next level. I’m not finished yet. I want to take this bank further forward and

this – especially in BAGMA’s centenary year – is a big story for them and it’s a positive story. The last few years have been spent treading water with the regulators, and every year they say it’s going to get tougher and tougher so when something like this comes up that’s hugely more absorbing, it’s great.

What’s your claim to fame? I was proud to play on the Villa Park turf. As a schoolboy we played Birmingham City boys and beat them 4-0. I also played chess for Birmingham when I was ten.

What do you listen to in the car? On the way to work I listen to Radio 5 Live for sport and business. On the way home, when I’m relaxing, I listen to Johnny Vaughan on Radio X. He makes me smile. I’ve also started getting into Desert Island Discs which is a reflection of my age now I suppose. I was listening to Mervyn King on the iPlayer recently, the former Governor of the Bank of England and, oh yes, a Villa fan.

MEMBER PROFILE

Meet the Sims

Father and son, Barry and Ben Sims, are running the family firm – which is older than their trade association FAMILY BUSINESS SIMS Garden Machinery Ltd is older than BAGMA. It was founded in 1908 and still specialises in the sales and service of garden machinery. At its impressive 7,000sq ft showroom in Stratfordupon-Avon there are more than 250 machines on display, including more than 60 walk-behind mowers, 15 ride-on mowers and 50 handheld machines. The products come from a wide range of suppliers. “We are not restricted by any franchise agreements so staff can give independent, unbiased advice,” said Ben, who runs the business with his dad, Barry, while mum Carolyn is the company secretary. In total, the business has 11 fulltime staff offering “expert and impartial advice”. All machines sold by Sims can be serviced or repaired on the premises or at the customer’s property, “whichever is most suitable”. To get to know the Sims a little better, we fired some questions at them. BAGMA Bulletin: Did you ever want to do something else? Barry Sims: I wanted to play cricket for England or drive a steam engine. Ben: I really wanted to be a pilot and/ or own my own business.

The business is even older than BAGMA, and joined its predecessor, the Agricultural Machinery & Tractor Dealers Association, in the 1930s. What are the advantages of working in a well-established family business? Ben: Just being your own boss. And as I have always been interested in running my own business, it was perfect. And the disadvantages? Ben: Working unpaid for the government. Being ultimately responsible for absolutely everything. What have been the business’s highlights? Barry: Many, many over the years, as well as probably a slightly smaller number of ‘lowlights’. Ben: Winning Garden Machinery Dealer of the Year in 2009, the year after our centenary. How has BAGMA helped the business/you over the years? Ben: Apart from the well-documented benefits such as legal advice etc, being part of a trade association brings individual members/companies together and helps us appreciate we all have similar issues.

I LIKE SUNNY BEACH HOLIDAYS WITH A FEW FRIENDS WHERE THERE IS NOTHING MORE TO STRESS OVER OTHER THAN WHO IS GETTING IN THE NEXT ROUND OF TEQUILAS 8

How has bira bank helped you? Ben: Financing vehicles (Jaguar F-Pace, Audi A3, BMW 3 Series, Citroën Relay Van and a Mini Cooper). We’ve also used it for ISAs. What’s your view of the launch of BAGMA bank? Ben: It might make it more relevant to members not currently using bira bank. We have always found bira bank to be very efficient, friendly, helpful, prompt and very easy to deal with. What’s the biggest challenge facing your business (or the industry) today? Ben: Product being sold on the internet barely above cost, often from companies with low overheads (particularly rates). We could end up like the TV and white goods industry, like Comet or going predominantly online like Currys. Are there any changes you would like to make to the business or the industry? Ben: Make the trade as a whole better known to the general public. Make the industry more attractive to schoolleavers. What’s been your biggest adventure? Ben: Travelling to Australia and visiting Dubai and Thailand with friends on the way. Where’s your favourite holiday destination (and why)? Ben: It’s not necessarily a destination but I like sunny beach holidays with a few friends where there is nothing more to stress over other than who is getting in the next round of tequilas.

BAGMA BULLETIN MAY/JUNE 2017

Photo: Peter Searle

MEMBER PROFILE

BAGMA BULLETIN MAY/JUNE 2017

BAGMA CENTENARY

A tractor nearly splits To celebrate BAGMA’s centenary we are continuing to dig into the archives. This issue we see what was happening in the early 1950s, before Elizabeth became Queen… THE COVERS OF one of BAGMA Bulletin’s predecessors, the AMTDA Journal, show that the 1950s were a period of great change. Tractors had largely replaced horses, but most farmers still employed poorly paid agricultural labourers, many of whom lived in tied cottages. Many rural homes lacked modern facilities like water, sanitation, and electricity, and few had telephones. Farming was largely mixed – both arable and pastoral – and farmers’ incomes were benefitting from the 1947 Agriculture Act which provided subsidies for cereal production and livestock. Food rationing did not end until 1953. As a result of this, generous guaranteed prices continued for major agricultural products. Prices were fixed for crops such as wheat, barley, rye, potatoes and sugar beet for 18 months ahead. Minimum prices for fatstock, milk and eggs were fixed for between two and four years ahead. The plan was to raise output from agriculture by 60%

Agricultural machinery in use in the UK 1952 1956 1959 Tractors 387,200 501,810 502,535 Ploughs 342,980 363,300 374,203 Combine harvesters 17,280 32,930 52,095 Crop sprayers 13,900 40,210 60,287

over pre-war levels. The stability in prices and the guaranteed income gave farmers the confidence to undertake capital investments and utilise the latest technology. This technology included the ‘Little Grey Fergie’, the TE20, which inventor and engineer Harry Ferguson launched in 1946 by driving down the steps of Claridge’s Hotel in London. With its then revolutionary three-point implement connection system, the tractor went on to sell over half a million units in its ten years of production. But its success nearly split BAGMA’s predecessor, the Agricultural Machinery & Tractor Dealers’ Association (AMTDA). Harry Ferguson’s method of distributing

the machine was also “unlike anything the trade had witnessed previously”. Mr Ferguson wanted a network of distributors in agricultural areas who were not necessarily tied to an existing manufacturer. Accordingly, he created many new distributors. That’s when the AMTDA became involved. The association’s secretary, Leslie Southcombe, was sent to Coventry to meet Ferguson’s representatives, Mr Young and Mr Trevor Knox. At the meeting, he was told that Fergusons encouraged their dealers to appoint sub-dealers, subject to approval by the company, and they wanted the servicing of their tractors carried out by a Fergusontrained man. Consequently, they insisted that the installation, starting up and servicing of their tractors should be in the hands of their distributor or subdealer, who would have obligations to stock units and train their staff. Ferguson preferred their main and sub-dealers to be in the agricultural machinery trade but their experience had led them to resort, in certain cases, to the motor trade. The representatives also expressed their hope that these new distributors would be allowed to join the AMTDA. This stance caused a lot of heated debate within the association. On the one hand, some members wanted the AMTDA to change its policy and admit the Ferguson main dealers, who were now handling more than 60% of country’s tractor business. Others pointed out that while there remained a shortage of supplies and Ferguson’s main agents in many parts of the country refused to give terms to AMTDA members on a reciprocal basis, membership of the association should be withheld. The AMTDA, after all, existed to protect the interests of its existing members, did it not? And still others thought the issue could divide the trade. In the end it was decided that a sub-committee would be set up to consider the matter. They reported back on February 19, 1952. Its unanimous decision was that the association should be prepared to admit Ferguson main dealers as members, provided they qualify according to AMTDA rules, and that the sub-committee should seek an interview with the Ferguson

IS IT BETTER TO BE A SOLE AGENT? At the 1952 annual dinner of the Cornwall branch, the usual speeches were replaced by a ‘Brains Trust’. One of the questions put to the ‘Trust’ panel from the floor was: “Is it better to be a sole agent for a fairly large area or one of several agents, with equal status, serving one area?” The guest from the Devon branch, Mr HAL Swain, said it depended on the geographical location. “There is a big difference between being a sole agent for a line of machinery in the highly mechanised areas in the eastern counties and in small farm areas such as Cornwall.” Other members of the panel thought the firm having several strings to its bow could play a much finer tune and was safer than the firm with the sole agency, particularly in times of slump.

BAGMA BULLETIN MAY/JUNE 2017

BAGMA CENTENARY

the association Main image: Harry Ferguson tests the TE20 at his estate in Abbotswood Left: The TE20 production line at Ferguson’s factory in Coventry Below left: The covers of the AMTDA Journal from the 1950s illustrate that this was a time of great change

company to point out the difficulties which had arisen and to “ask for their good offices in ironing them out”. When the sub-committee’s recommendations were put to the vote, they were carried by an overwhelming majority and 25 Ferguson main dealers were admitted “promptly”. By 1954, membership of the association exceeded 1,000. Other issues that concerned the association in the 1950s included: lT he removal of resale price maintenance, which the association felt would “cut right at the roots of standard prices and the maintenance of prices on which the existence of the association and the wellbeing of the trade will depend”; lT he termination of the preferential bonus scheme which the manufacturers were “disinclined to renew”; lA nd curbing the powers of the Milk Marketing Board and Potato Marketing Board. Although AMTDA lost the case, “the boldness and initiative of the association in this matter added to its prestige and the cost, though substantial, was justified”. BAGMA BULLETIN MAY/JUNE 2017

Can you solve this crossword puzzle? The clues are the original ones from a 1952 issue of the AMTDA Journal. Solution next issue!

Down

1 System of lubrication 2 Supplement to a will 3 Happening 4 An electrically neutral particle 5 Book 6 Disappear 8 Oil 13 Distant star clusters 15 Diamond shaped 16 This is a form 18 Furnish 20 Expel

Across

2A list is published each month for this purpose in connection with old stock 6 On and on 7 Till 9 Method of welding 10 A shark infested sea in the southern hemisphere 11 A raised hand or flange for stiffening 12 Rotating

14 Property by which a matter continues in its existing state 17 A beverage 19 Solder 21 A three-wheeled tractor 22 The same 23 Quiver 24 Of air

EXPERT OPINION

Be prepared for an HSE inspection SAFETY

PAUL MARSH

Office manager SafetyAide

THE HEALTH AND Safety Executive (HSE) has recruited new inspectors and launched an enforcement drive aimed at SMEs. What rights do they have to inspect your business and what should you be doing to avoid a costly prosecution?

Inspector who? Health and safety enforcement officers come in a variety of guises. There are three types identified by the Health and Safety at Work Act 1974. (1) HSE Inspectors cover high risk environments such as construction sites and factories, (2) Environmental Health Officers cover lower risk environments such as offices and shops, (3) Fire Officers are “go anywhere” specialists who check compliance with a variety of fire laws. What are their powers? The law gives all inspectors the powers to do as they need and you cannot do anything to stop them. If an inspector calls, you can ask him to produce ID and you can check this with his office. But you cannot refuse him entry. He can: enter premises at any reasonable time; bring any other person or equipment; bring a police officer if necessary; examine and inves-

tigate as necessary; take possession of any dangerous article or substance; inspect and copy documents; demand information from any person; take samples of articles or substances; ask for facilities and assistance to help with the inspection. TIP: Because an inspector can ask anything of your employees make sure that you’re available to oversee the visit. What are they looking for? In spite of their draconian powers, on a first visit an inspector will be looking for evidence that you operate a reasonable approach to health and safely management. The inspec-

‘AN INSPECTOR WILL NOT TAKE KINDLY TO CLAIMS THAT A SHORTAGE OF CASH IS THE REASON FOR NOT TAKING PROPER SAFETY PRECAUTIONS’ tion could start with a close look at your paperwork. He’ll want to see your safety policy, risk assessment details, accident book and accident records. TIP: If you don’t have the proper health and safety paperwork now, be prepared to explain why not if an inspector calls. The inspector will carry out a detailed inspection to see whether your written plans and policies are applied on a day-to-day basis.

He will not take kindly to claims that a shortage of cash is the reason for not taking proper safety precautions. TIP: If a piece of safety equipment is missing, you might be better off agreeing to install it immediately rather than give your excuses. Listen and learn! It’s highly unlikely that you’d be prosecuted for a first ‘offence’. You’re more likely to receive an improvement notice that requires you to make changes by a given deadline. This is where fee for intervention (FFI) charges could apply. The current rate is £129 per hour. In the meantime, you can run your business as usual. More serious would be the issue of a prohibition notice that would shut you down until the improvement has been made. Only if you fail to cooperate is a full-blown prosecution likely – unless of course there’s been a serious breach of the law. If matters do end up in court, expect a big fine, based on your turnover not your profit, designed to make you feel the pinch. Be prepared! Because an inspector can call at any time, you need to be prepared. The priority is to make available your up-to-date safety policy, accident records and risk assessments. Make sure that you or your safety manager are available for the duration of the inspection to explain any irregularities.

Are you ready for the new data protection rules? YOU MIGHT HAVE thought that Brexit DEBBIE REID would have put a stop BAGMA Client services manager to the introduction of new EU rules in the UK. However, a review conduc ted by the Department for Culture, Media and Sport last year found strong justification for new regulation to secure personal data and protect citizens from crime and other harm. This will be introduced this time next year to mirror the EU General Data Protection Regulations (GDPR). This decision was undoubtedly also driven by the need for the free flow of data with the EU, USA and other data protection regimes, and will play a part in wider post-Brexit trade deals. The new law will affect all companies, large and small, and should not be ignored. The sooner action is taken, the better. Failure to keep personal information about customers and employINSURANCE

ees secure is already costly. Benchmark research conducted by Ponemon Institute in 2016 and sponsored by IBM showed that, in a survey of 41 companies in the UK, the direct cost of a data breach was £48 per record. This included costs for engaging forensic experts, data subject notification, helpline and credit monitoring support. Consequential loss following lost business increased this number to £102. Based on this, the loss of just 500 customer sales records could result in a cost to business of more than £50,000 and this does not take into account civil actions, compensation and management time. The research identified even higher costs following a cybercrime attack. The new legislation will add to these costs. It will introduce new obligations for data controllers and strengthen the rules for breach notification. It will also increase fines imposed by the Information Commissioner’s Office. Business managers should consider the strength of current data protection strategies. With increasing criminal activity and data theft,

a key part of these strategies should be cyber security and insurance. How ready are you? In February, leading insurer Hiscox published its 2017 Cyber Readiness Report. This was compiled from a survey of more than 3,000 executives in the UK, US and Germany, and the report provides an up-to-date picture of the cyber readiness of businesses large and small. It also offers a blueprint for best practice in the fight to counter an ever-evolving threat. A key finding of the report was that, whilst big firms incur the highest overall costs, the financial impact of cyber-attacks is disproportionately high for the very smallest companies. Small businesses also appear more complacent, with nearly a third of respondents saying they changed nothing following a cyber security incident. For more information about the General Data Protection Regulations, a copy of the Hiscox report or discussion about insurance options, please contact Debbie Reid, BAGMA client services manager on 0344 8921330 or email info@ birainsurance.co.uk BAGMA BULLETIN MAY/JUNE 2017

EXPERT OPINION

‘Value is not always immediately obvious’ HAVE YOU NOTICED that certain costs jump DAVID off the page and smack KIRSCHNER Independent you in the face? Howconsultant and LTA ever, it is important scheme co-ordinator to consider all aspects related to the cost before condemning the outlay. Unfortunately all too often a sudden awareness of costs results in knee-jerk reactions motivated by short-term gain. Value on the other hand is not always immediately obvious, sometimes it’s a slowburner that pays unseen dividends over a period of time or in ways that you don’t immediately appreciate or even realise. Value is certainly not benchmarked by the word cheap, in my book cheap and value don’t sit comfortably together. Consider examples of cost where the benefit might not be immediately obvious but nonetheless essential. Apprenticeships, staff upskilling and recognition of achievement, health and safety, TRAINING

advertising, shows, open days, parts and sales stock. The accountants amongst you might well shudder at the immediate costs involved but this has to be tempered by detailed analysis on what value the cost brings to the business. In my experience, accountants can’t answer that question; only those at the coalface can. Imagine instantly getting rid of all the above costs, think of the money that could be saved! Utopia perhaps if you want to cease trading tomorrow, but the reality is that’s where your troubles will start if you want to stay in business. It’s a question of reasoned thinking and evaluation. I mention this because my roots have been firmly fixed in the provision of customer service, which cannot be provided without skilled and motivated staff. I worry that the agricultural machinery industry does not fully appreciate the importance of attracting, encouraging and rewarding the staff it desperately relies upon to support its customers. A little personal recognition and appreciation would go a long way in the

scheme of things. We all get paid to do a job but surely those who excel or go the extra mile deserve some recognition from those who benefit. Staff who excel are usually self-driven, they want to succeed. If they are not recognised and encouraged, what reason would they have to stay loyal to an industry, a brand or an employer? Apprentices, technicians and staff in general are a major overhead of the business; they are slow-burning big-ticket items who continually need investment in training. As an industry we need to think outside of the box when it comes to staff motivation and recognition of an individual’s status. I direct my comments at industry as a whole – manufacturers, suppliers and employers alike. It is a fact that staff who are appreciated deliver far more than expected of them, they are more committed to their employers and are more likely to stay. Now put a value on that thought and consider what cost you might be prepared to pay to secure that happy position.

We’ve been keeping the agricultural industry cool for years l High performance axial fans & centrifugal blowers. l Engine cooling, hydraulics cooling. l Long life, reliable, robust. l No minimum order. l Next day delivery. Check out our video at www.spalautomotive.co.uk/videos/fans-for-agricultural-applications

www.spalautomotive.co.uk tel: 01905 613 714 BAGMA BULLETIN MAY/JUNE 2017

ROBOTIC LAWNMOWERS

IS THERE ANY money to be made in robotic lawnmowers? The short answer: Between $2bn (£1.6bn) and $4.6bn (£3.7bn), depending on who is doing the counting. Beige Market Intelligence, in its ‘Worldwide Robotic Lawn Mower’ market research report published last year, projected the market would hit $2bn by 2021, with a compound annual growth rate of 4% between 2016 and 2021. Europe accounted for the largest market share – 66% in revenue and 71% in volume. What’s particularly interesting about these figures is that Europe accounts for only about 20% of the $38bn global lawnmower market, versus the United States, with about two-thirds of the market share at $25.2bn. The second number of $4.6bn comes from US manufacturer iRobot (IRBT), which is expected to add robotic lawnmowers to its portfolio of autonomous home cleaning and care bots. Sources suggest its new Terra brand will use wireless technology in tandem with a

robotic lawnmower. Many robotic lawnmower systems require the user to set up a perimeter fence to help guide the machine. At the moment most of the companies working in this niche sector are bigger than iRobot, and many of the newcomers have their fingers in other pies (such as tractors, cars and washing machines). According to Beige Market Intelligence, the major players in the market include Husqvarna, Robomow, Zucchetti Centro Sistemi, Global Garden Products and Bosch. Other players include AL-KO, Belrobotics, John Deere, E ZICOM, Honda, Hangzhou Favor Robot Technology, MTD Products, Positec Tool and STIHL. Many of the leaders are European firms, reflecting the healthy penetration of robotic lawnmowers in countries such as Sweden, Germany, France, the UK, Denmark, Austria, The Netherlands, Belgium, and Switzerland. The Netherlands saw a rise of 46% in the demand for robotic lawn mowers, in value

terms, in 2016. Similarly, Germany witnessed a boost of 26% in demand for these devices in value terms in 2016. The key drivers for the growth include: house construction; the adoption of smart robotic technologies in other areas; busier lifestyles; and an aging population. Some of the increase last year can also be attributed to more advanced models with better mowing efficiency and high battery backup coming from manufacturers such as Husqvarna, and new suppliers such as Honda, Deere and Hitachi entering the market and using their brand appeal to raise awareness of robotic lawnmowers. The main thing stopping the advance, according to Beige, is the price - typically £1,000-£2,000. But Robomow’s new RX series sells for under £500 and the company says it has seen the highest level of pre-orders and the strongest start to the season ever, with double the number of pre-orders from dealers.

Robocut Is this niche product sector set to go mainstream?

Since its production of the first robotic mower in 1995, Husqvarna has continued to develop its robotic lawnmowers

BAGMA BULLETIN MAY/JUNE 2017

ROBOTIC LAWNMOWERS

Left: Robomow recently launched its RX series – “the smallest and most affordable robotic lawnmower on the market” Below: Gardena’s robotic lawnmower, the Sileno, is part of the Gardena Smart System, which allows gardeners to access and control their garden tools at the touch of a button, in a smart app, anywhere and at any time

THE MAJOR PLAYERS HUSQVARNA Husqvarna, a Swedish-based company that is credited with rolling out the first commercial robotic lawnmower in 1995, produces outdoor power products for garden, park and forest care, including chainsaws, trimmers, riding lawn mowers and, of course, robotic lawnmowers. A couple of years ago, Husqvarna said that the robotic lawnmower market was profitable enough for it to increase manufacturing capacity at its Newton Aycliffe factory in England. At the same time, the company also said it will expand and build up capacity at its existing Husqvarna Group site in Vrbno, Czech Republic, by 2018. The company said that “due to the strategic importance of this product, we see the need to manufacture robotic mowers in more than one site to meet the growing market and limit the risk with only one factory.” The company also makes robotic lawnmowers for its McCulloch and Gardena brands.

ROBOMOW Officially called Friendly Machines, Robomow c o m e s f r o m mu c h humbler beginnings than Husqvarna. It was founded by two Israeli entrepreneurs, Udi Peless and Shai Abramson, more than 20 years ago. According to company lore,

BAGMA BULLETIN MAY/JUNE 2017

Peless’s wife asked him to mow the lawn on a hot summer day. Peless fantasised about using a robotic lawnmower and Friendly Machines was born in 1995, apparently a seminal year for robotic lawnmowers.

ZUCCHETTI Zucchetti Centro Sistemi, based in Italy, started in 1985 as a software company and eventually added automation and robotics to its growing portfolio. In 2000, ZCS became part of the Zucchetti Spa holding company, a leading software manufacturer in Italy with 3,000 employees. That was the same year ZCS began designing, manufacturing and distributing innovative hi-tech robots, including what it considers its “crowning glory”, Ambrogio, a robotic lawnmower line that has grown to include 17 models. Other robots in the company production line include feeding bots for dogs and horses, as well as a pool-cleaning robot.

GLOBAL GARDEN PRODUCTS Global Garden Products was founded in 2000 after four European lawnmower businesses merged: Stiga, Alpina, Mountfield and Castelgarden. In 2011, Atco also joined the group. GGP sells more than one million products per year and sales are valued at about €480m, with manufacturing spread across Italy, Slovakia and China. It employs about 1,550 people worldwide. The company has been making significant moves over the last several years to strengthen its presence in the sector, beginning in 2012

when it bought its way into the market with the acquisition of LiCosrl’s Lizard robotic lawnmower brand. It now sells those mowers under its Stiga brand. At the same time, GGP joined forces with ZCS. In exchange for ZCS’s expertise in robotic research and development, GGP offered its marketing and sales network. In 2014, GGP claimed that one in almost every 40 lawnmowers is now a robot, with expectations of double-digit sales growth moving forward.

BOSCH Robert Bosch GmbH is a German behemoth, with revenue of more than €70bn in 2015. Its reputation has been built as an engineering and electronics company that supplies automotive components, but it obviously dabbles in a number of other markets, including household appliances, power tools, security systems and thermal technology. And, of course, robotic lawnmowers. It launched the Bosch Indego in 2013, claiming it is the only robotic lawnmower on the market to cut in parallel lines. The Bosch Power Tools division has seen record sales of €294m and 6% growth in recent years. The company said new garden tools such as robotic lawnmowers and intelligent cordless tools generated about 40% of its sales.

NEW PRODUCTS OUT AND ABOUT WITH BAGMA

BAGMA discusses Brexit in Bratislava TWENTY-THREE REPRESENTATIVES FROM 14 countries attended CLIMMAR’s annual spring roundtable meeting in Bratislava, the capital of Slovakia. BAGMA was represented by Brian Sangster (president) and Keith Christian (director). BAGMA has been a member of CLIMMAR since 1955 and was asked if Brexit would affect its future within CLIMMAR, the umbrella organisation for agricultural machinery trade associations in Europe. Keith reassured the group: “As a member of CLIMMAR for over 60 years and a trade association with a 100year history, it was unlikely that Brexit is going to affect BAGMA’s membership. BAGMA was a member before the EU and will remain a member despite Brexit.” The event in Bratislava was hosted by the Slovakian trade association Agrion. The spring meeting has changed its emphasis from a working group meeting to a roundtable discussion in order to establish project groups from different countries to cover subjects that affect the wider European dealer base. In Bratislava it was agreed project groups would focus on subjects such as improving the image and awareness of technicians in the industry, encouraging new employees to join and looking at best practices across member countries. There would also be a group concentrating on the lobbying activities of CLIMMAR and taking a close look at EU regulation in areas such as repair and maintenance information, smart farming, and environmental issues. It was also agreed that the CLIMMAR secretariat would move away from a biannual magazine to an annual publication containing reports from each country to better promote CLIMMAR and keep the press and partner bodies better informed on its activities.

PROMOTIONAL OFFER

CUSTOMERS PURCHASING A new Countax C/B or Westwood T/F garden tractor from participating dealers will be offered a free 300-litre Powered Grass Collector worth more than £500. The promotion was developed in conjunction with the Ariens Dealer Advisory Council and is devised to maximize retail activity for the spring season. A similar promotion in 2016 was a huge success. Versus the same period the previous year, retail activity for participating dealers increased by an average 47%. The 2016 promotion also saw Ariens introduce an innovative marketing tool to help dealers create a direct mail campaign to target customers in their area. Many dealers reported that this tool helped drive new business to their showroom.

CUTTING EDGE ADDITIONS

Tim Wall from Hertfordshire Garden Machinery confirmed this: “The campaign generated a lot of new business for us and helped towards almost doubling our sales of lawn tractors against the previous year.” www.countax.co.uk www.westwoodtractors.com

PRODUCT NEWS

THE DRAPER VENOM range of saws now features a double-ground floorboard saw and a special three-pack of double-ground handsaws. The floorboard saw has saw blades manufactured from high-quality carbon steel that have been correctly hardened, tempered, straightened and stress relieved to ensure strength and straightness. This saw also features a toothed

curved blade end to allow the cutting of already laid floorboards, when there is no edge from which to start. The set of three 500mm handsaws includes two 8PPI first fix saws and a 12PPI second fix saw. www.drapertools.com

COOL NEW MEMBER

TIME FOR A TYM

THE HEAD GROUNDSMAN at the Ipswich School in Suffolk, Martyn Cull, has been explaining why he bought a new TYM T433 tractor from UK distributor Reesink Turfcare. “It meets our needs perfectly and also happens to have a very comfortable cab size,” he said. As well as getting “a lot of tractor for your money”, Martyn says another factor in his decision was his relationship with the distributor. “We know we can trust Reesink to deliver a great service; we’ve built a good relationship with our sales representative Danny Lake over the years. He understands the demands of the school and can advise on what will work best for the requirements we have.” The tractor will mainly be used to pull a Toro SR72 aerator (as shown). 01480 226800 / info@reesinkturfcare.co.uk reesinkturfcare.co.uk

SPAL Automotive, a world-leading designer and manufacturer of high-performance axial fans and centrifugal blowers, has joined BAGMA to raise the profile of its components, which feature on the kit of a wide variety of agricultural vehicles. SPAL fans and blowers may not be familiar as they are often hidden away efficiently managing engine bay and hydraulics cooling on the majority of global makes of combine harvesters, pea pickers, potato pickers and tractors. Built to withstand the demands of cooling for heavy-duty vehicles in all environmental conditions, SPAL fans and blowers promise long-life and effective operation above and beyond scheduled servicing and maintenance. www.spalautomotive.co.uk

BAGMA BULLETIN MAY/JUNE 2017

EVENT NEWS

FILTER MAINTENANCE MADE EASY

TORO DISTR IBUTOR REESINK Turfcare is reminding customers that there is an easy way to save money and time this season. Toro’s MVP (maintenance value performance) filter kit is designed with specific maintenance issues in mind, allowing turf professionals to be as responsive and productive as possible while saving 20% of the cost of the individual parts. Toro’s MVP filter packs provide all the oil and air filters needed for the first 400-500 hours of machine operation. This means customers don’t have to go through the hassle of finding what they need from the catalogue, placing the order, then waiting for delivery. Described as a ‘packet of peace of mind’, the packs are compiled for specific Toro models and provide the right filters for each maintenance interval. 01480 226800 / info@reesinkturfcare.co.uk reesinkturfcare.co.uk.

SECURE RANGE

THE ABUS 158 range of combination padlocks has been increased to offer long and close shackle options. For security distributors this means the 158 ABUS Combination Padlock range offers a complete, flexible and secure range that’s fully tested at ABUS’ laboratory in Rehe, Germany. 0117 204 7000 / sales@abus-uk.com www.abus.com

BAGMA BULLETIN MAY/JUNE 2017

The search for Europe’s best tractor driver JOHN DEERE AND Michelin will once again be hosting the European Drivers’ Championship in June 2017. Sixteen drivers from all over Europe will prove their skills driving the new 6250R tractor at the Michelin test site in Clermont-Ferrand, France. The competition is not only about speed, but also about the best and most efficient driving strategy. Those who would like to take part should apply now at www.lightstrongsmart.com and then attract as many ‘likes’ as possible from their social media community. The 16 candidates with the most likes will be invited to Michelin’s technology centre and proving ground to represent their home country in the event. The test site is one of the world’s largest and has 19 test tracks with a total length of 41km (25½ miles). Eight brand new John

Deere 6250R tractors equipped with the new CommandPRO joystick will be available for the competition. At the start of the event, each operator selects their own driving strategy and decides on the appropriate tractor settings as well as the most suitable tyre pressures. The contestants then have to complete a field and road course, which they have to negotiate as quickly as possible while taking into account fuel consumption and possible soil compaction. l The 6250R tractor will make its UK debut at Grassland & Muck 2017 at Stoneleigh, Warwickshire, May 24-25. John Deere’s C441R wrapping baler and Manure Sensing system will also be demonstrated at the triennial event, which is organised by the Royal Agricultural Society of England.

TEE TIME FOR BAGMA BAGMA’S ANNUAL GOLF tournament will take place at Dunblane New Golf Club in Perthshire, Scotland, on Thursday, May 25. The cathedral city of Dunblane may be better known for its tennis stars these days, but the New Golf Club serves up some powerful vistas. The elevated position of the course provides a panorama over the Forth Valley and the Campsie Fells. Southwards you see views of Stirling Castle and beyond, while to the north

and west are the peaks of Ben Lomond and Ben Ledi. The format for the competition will be the same as in past years - stableford scoring for the Fraser Trophy in the morning followed by lunch. The afternoon will be team golf followed by high tea and the presentation of trophies and prizes. The cost is £70 per person. l To book your place, call Robin Duncan on 01250 875959 or email robin@f-i-f.co.uk

Here’s to the makers. The ones who drive themselves, and others, forward. They harness technology to compliment traditional methods of farming. Here’s to The Skea Family at ScanStone. Pioneers in British potato machinery. Their innovations are award winning. Giving consumers a better tasting product. We don’t just show you the best of the country. We introduce you to the people behind these successes.

See generations of the country’s best.